An Overall Assessment of How Well the Sales Organization Achieved

question 76

Multiple Choice

An overall assessment of how well the sales organization achieved its goals and objectives is called?

• A) Sales organization effectiveness
• B) Salesperson performance
• C) Sales goal congruence
• D) Holistic goal performance
• E) None of the above

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Definitions:

Average Total Cost

Average total cost is the total cost of production divided by the number of units produced, indicating the cost per unit.

Price War

Successive, competitive, and continued decreases in the prices charged by firms in an oligopolistic industry. At each stage of the price war, one firm lowers its price below its rivals’ price, hoping to increase its sales and revenues at its rivals’ expense. The war ends when the price decreases cease.

Limit Pricing

A strategy used by dominant firms to set prices low enough to discourage entry into the market by potential competitors.

Informal Pricing

The establishment of prices based on flexible, non-regulatory factors such as negotiation, haggling, or customary practices, rather than fixed price tags.